神马文学网外贸英语
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1. 向顾客推销商品
Dear Sir: May 1, 2001
Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.
Yours faithfully
2. 提出询价
Dear Sir: Jun.1, 2001
We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..
Truly
3. 迅速提供报价
Dear Sir: June 4, 2001
Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.
交易的契机
4. 如何讨价还价
Dear Sir: June 8, 2001
We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.
Yours truly
5-1 同意进口商的还价
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.
Sincerely
5-2 拒绝进口商的还价
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.
Truly
6. 正式提出订单
Dear Sir: June 15, 2001
We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.
Truly
7. 确认订单
Dear Sir: June 20, 2001
Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.
Sincerely
8. 请求开立信用证
Gentlemen: June 18, 2001
Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested.
Sincerely
9. 通知已开立信用证
Dear Sir: June 24, 2001
Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.
Sincerely
10. 请求信用证延期
Dear Sir： Sep. 1, 2001
We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.
Sincerely
11. 同意更改信用证
Gentlemen: Sept. 5, 2001
We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.
Sincerely
12. 抱怨发货迟延
Dear Sirs: Sept. 25, 2001
Concerning our order No. 599 for 200 mountain bikes, so far you have shipped only 50 bikes against the shipment. We are notifying you that we reserve our right to claim on you for the shortage, if it is confirmed. We have given our customers a definite assurance that we would supply the goods by the end of September. We hope you will look into this urgent matter.
Yours faithfully
12a. 处理客户的抱怨
Gentlemen: Sept. 30, 2001
In response to your letter of Sept.25, we regret your complaint very much. Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs. The trouble was not serious, and the vessel is now on her way. She would arrive at your place tomorrow or the next day.
Truly
14-1 取消订货
Dear Sirs: Oct. 2, 2001
We are sorry that causes completely beyond your control have made it impossible for you to keep the shipment date of Sept. 30. Since you have failed to uphold your end of the agreement, we find it necessary to cancel our order. Unfortunately, our buyers cannot wait indefinitely for the units. We are sorry that it is necessary to take such a drastic step.
Sincerely
14-2 谅解迟运原因
Gentlemen: Oct. 2, 2001
We have received of your notice of delay of shipment due to mechanical troubles on the ship. We are pleased that the order is now on its way. Thank you for the notice. We are eagerly awaiting the ship‘s arrival.
Yours faithfully
交易的尾声
15. 货物损坏报告
Dear Sirs: Oct. 4, 2001
Upon arrival of your shipment, the ship‘s agents noticed that case No. 5 was damaged and notified us. The number of articles in the case is correct according to the invoice, but the following articles are broken: (List of articles)
As you will see in our survey report and of the ship‘s agents‘, that these units are damaged and quite unsaleable. Please send us replacements for the broken articles; we await your reply in due course.
Sincerely
16-1. 拒绝承担损坏责任
Dear Sirs: Oct. 8, 2001
Thank you for informing us of the damaged shipment. Since the units were packed with the best of care, we can only assume that the cases were handled roughly. We therefore urge you to lodge your claim with the insurance company.
Sincerely
16-2. 承担赔偿责任
Gentlemen: Oct. 8, 2001
As soon as we got your letter we got in touch with the packers and asked them to look into the matter. It appears that the fault lies with the packaging materials used. We have since corrected the mistake. We apologize for the oversight, and are sending a new delivery immediately.
Sincerely
交易花絮
17. 催要逾期货款
Dear Sirs: Nov. 30, 2001
It has come to our attention that your payment is one month overdue. The units ordered were delivered to you on September 26 and were invoiced on September 30. Payment is due on October 30. We look forward to seeing your remittance within a week.
Sincerely
18. 付清逾期货款
Dear Sirs: Oct. 3, 2001
We have looked into the cause of the delay in payment and have found that our accounting department made an oversight in making your remittance. We are sorry for the inconvenience. The sum of US$ 20,000 has been sent to you by Telegraphic Transfer and should reach you sometime tomorrow.
Sincerely
认证咨询 我是怎样培训新进外贸业务员的
第一天： 公司与产品的了解
外贸业务员刚来，先给他简单介绍一下工作环境，然后给他一本公司目录和产品彩页，再打开我们公司的网站，要求他第一天的时间了解公司，及产品。
第二天：竞争对手的情况
先了解一下第一天的情况，对所提出的问题做一些解答，并稍为总结一下。 完了以后，简单介绍一下，了解竞争对手的情况对于做业务来说是多么的重要，然后拿出一张打印的表格， 上面标出两个主要的产品，要他利用一天的时间，每一个产品找出10家不同的工厂，把公司的名称，联系信息等记录在表上，然后要他不管通过任何方式，就几个产品型号得到报价或是所有型号的报价单。
第三天：产品的深入了解。工程部培训
有了第一天和第二天的培训，对产品有了相对的了解，由工程部对一些主要的产品特性，规格，制作过程等等做出解释。 时间为1个小时左右， 培训完后发一套测试题，当天完成。
第四天： BTOB网站的使用。
对前三天的培训做个小小的总结，并把第二天第三天的表格收上来，就表格中的相关事项做出解释。 简单介绍一下BTOB网站的构成，寻找方法，信息与产品发布的相关事项，并对其重要性做一些说明。 然后给一张表格， 要求寻找20家不同的BTOB网站，用公司的EMAIL注册，并发布一条TRADE LEAD，和一个 PRODUCT。 把网站名称，网站所属国家，注册名， 信息与产品标题填入表中。
第五天： 搜索引挚的使用
继续对第四天的培训做总结。 然后讲解一下用搜索引挚寻找客户的一些技巧， 发一张表格， 要求录找20家不同的搜索引挚，并就搜索引挚的网站名，所属地区，用同一个关键字搜索的结果数量是多少，第一个结果是什么全都一一记录在表上。 另外在这些搜索结果中寻找是跟我们公司做同一种产品的，找开网站，把CONTACT INFORMATION找到，详细的记录在一张客户跟踪表中。
第六天， 电话，传真，EMAIL使用的一些技巧及总结。
EMAIL： 要求准备好3-4封完全不同的信件，可以在每个段发给客户。 并要求把第一封信发给我和老业务员查阅，找出不足之处，改正。
电话与传真： 要求业务员尽量使用电话和传真，这样可以更好，更快的得到客户的详细资料和回复。
要求业务员对一周的培训做一些总结，并与老业务员交流一下心得，就一些问题做回答。 如果一切可以，那就要求他再熟悉一下一个星期的培训。 下个星期开始的时候就可以开始做业务了。
一周的培训也就结束了，我也没有教他们什么东西，只是一些大致方法，具体做业务的时候，每个业务员都有不同的方式，那就看业务员具体把握了。 如果业务过程中有什么问题再具体分析。
Dear Sir: May 1, 2001
Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.
Yours faithfully
2. 提出询价
Dear Sir: Jun.1, 2001
We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..
Truly
3. 迅速提供报价
Dear Sir: June 4, 2001
Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.
交易的契机
4. 如何讨价还价
Dear Sir: June 8, 2001
We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.
Yours truly
5-1 同意进口商的还价
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.
Sincerely
5-2 拒绝进口商的还价
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.
Truly
6. 正式提出订单
Dear Sir: June 15, 2001
We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.
Truly
7. 确认订单
Dear Sir: June 20, 2001
Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.
Sincerely
8. 请求开立信用证
Gentlemen: June 18, 2001
Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested.
Sincerely
9. 通知已开立信用证
Dear Sir: June 24, 2001
Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.
Sincerely
10. 请求信用证延期
Dear Sir： Sep. 1, 2001
We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.
Sincerely
11. 同意更改信用证
Gentlemen: Sept. 5, 2001
We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.
Sincerely
12. 抱怨发货迟延
Dear Sirs: Sept. 25, 2001
Concerning our order No. 599 for 200 mountain bikes, so far you have shipped only 50 bikes against the shipment. We are notifying you that we reserve our right to claim on you for the shortage, if it is confirmed. We have given our customers a definite assurance that we would supply the goods by the end of September. We hope you will look into this urgent matter.
Yours faithfully
12a. 处理客户的抱怨
Gentlemen: Sept. 30, 2001
In response to your letter of Sept.25, we regret your complaint very much. Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs. The trouble was not serious, and the vessel is now on her way. She would arrive at your place tomorrow or the next day.
Truly
14-1 取消订货
Dear Sirs: Oct. 2, 2001
We are sorry that causes completely beyond your control have made it impossible for you to keep the shipment date of Sept. 30. Since you have failed to uphold your end of the agreement, we find it necessary to cancel our order. Unfortunately, our buyers cannot wait indefinitely for the units. We are sorry that it is necessary to take such a drastic step.
Sincerely
14-2 谅解迟运原因
Gentlemen: Oct. 2, 2001
We have received of your notice of delay of shipment due to mechanical troubles on the ship. We are pleased that the order is now on its way. Thank you for the notice. We are eagerly awaiting the ship‘s arrival.
Yours faithfully
交易的尾声
15. 货物损坏报告
Dear Sirs: Oct. 4, 2001
Upon arrival of your shipment, the ship‘s agents noticed that case No. 5 was damaged and notified us. The number of articles in the case is correct according to the invoice, but the following articles are broken: (List of articles)
As you will see in our survey report and of the ship‘s agents‘, that these units are damaged and quite unsaleable. Please send us replacements for the broken articles; we await your reply in due course.
Sincerely
16-1. 拒绝承担损坏责任
Dear Sirs: Oct. 8, 2001
Thank you for informing us of the damaged shipment. Since the units were packed with the best of care, we can only assume that the cases were handled roughly. We therefore urge you to lodge your claim with the insurance company.
Sincerely
16-2. 承担赔偿责任
Gentlemen: Oct. 8, 2001
As soon as we got your letter we got in touch with the packers and asked them to look into the matter. It appears that the fault lies with the packaging materials used. We have since corrected the mistake. We apologize for the oversight, and are sending a new delivery immediately.
Sincerely
交易花絮
17. 催要逾期货款
Dear Sirs: Nov. 30, 2001
It has come to our attention that your payment is one month overdue. The units ordered were delivered to you on September 26 and were invoiced on September 30. Payment is due on October 30. We look forward to seeing your remittance within a week.
Sincerely
18. 付清逾期货款
Dear Sirs: Oct. 3, 2001
We have looked into the cause of the delay in payment and have found that our accounting department made an oversight in making your remittance. We are sorry for the inconvenience. The sum of US$ 20,000 has been sent to you by Telegraphic Transfer and should reach you sometime tomorrow.
Sincerely
认证咨询 我是怎样培训新进外贸业务员的
第一天： 公司与产品的了解
外贸业务员刚来，先给他简单介绍一下工作环境，然后给他一本公司目录和产品彩页，再打开我们公司的网站，要求他第一天的时间了解公司，及产品。
第二天：竞争对手的情况
先了解一下第一天的情况，对所提出的问题做一些解答，并稍为总结一下。 完了以后，简单介绍一下，了解竞争对手的情况对于做业务来说是多么的重要，然后拿出一张打印的表格， 上面标出两个主要的产品，要他利用一天的时间，每一个产品找出10家不同的工厂，把公司的名称，联系信息等记录在表上，然后要他不管通过任何方式，就几个产品型号得到报价或是所有型号的报价单。
第三天：产品的深入了解。工程部培训
有了第一天和第二天的培训，对产品有了相对的了解，由工程部对一些主要的产品特性，规格，制作过程等等做出解释。 时间为1个小时左右， 培训完后发一套测试题，当天完成。
第四天： BTOB网站的使用。
对前三天的培训做个小小的总结，并把第二天第三天的表格收上来，就表格中的相关事项做出解释。 简单介绍一下BTOB网站的构成，寻找方法，信息与产品发布的相关事项，并对其重要性做一些说明。 然后给一张表格， 要求寻找20家不同的BTOB网站，用公司的EMAIL注册，并发布一条TRADE LEAD，和一个 PRODUCT。 把网站名称，网站所属国家，注册名， 信息与产品标题填入表中。
第五天： 搜索引挚的使用
继续对第四天的培训做总结。 然后讲解一下用搜索引挚寻找客户的一些技巧， 发一张表格， 要求录找20家不同的搜索引挚，并就搜索引挚的网站名，所属地区，用同一个关键字搜索的结果数量是多少，第一个结果是什么全都一一记录在表上。 另外在这些搜索结果中寻找是跟我们公司做同一种产品的，找开网站，把CONTACT INFORMATION找到，详细的记录在一张客户跟踪表中。
第六天， 电话，传真，EMAIL使用的一些技巧及总结。
EMAIL： 要求准备好3-4封完全不同的信件，可以在每个段发给客户。 并要求把第一封信发给我和老业务员查阅，找出不足之处，改正。
电话与传真： 要求业务员尽量使用电话和传真，这样可以更好，更快的得到客户的详细资料和回复。
要求业务员对一周的培训做一些总结，并与老业务员交流一下心得，就一些问题做回答。 如果一切可以，那就要求他再熟悉一下一个星期的培训。 下个星期开始的时候就可以开始做业务了。
一周的培训也就结束了，我也没有教他们什么东西，只是一些大致方法，具体做业务的时候，每个业务员都有不同的方式，那就看业务员具体把握了。 如果业务过程中有什么问题再具体分析。